How to build a better revenue management system with the help of an integrated B2B webshop?

If your eCommerce platform can’t handle complex transactions, you are simply forced to keep receiving complex orders over the phone and keep records of those orders in Excel sheets. Of course, this situation is far from ideal, because it also comes with a lot of possibilities for mistakes. But, what if we told you that it is possible to simply link the B2B web shop with your complex price policy?

With the right B2B eCommerce platform, managing revenue, complex price lists, promotions and discounts in B2B online sales becomes much simpler.

What is the revenue management system?

B2B buyers decide to buy in a webshop because they want simple shopping, easily available catalogs and price lists, fast and accurate information on the inventory condition. They also want specially designed offers and services and for you to be easily available and engaged, especially at the delivery time. Your eCommerce solution should track all these requests, which is practically impossible if you don’t have a quality revenue management system.

The revenue management system or RMS is a software solution that enables you to perform important tasks related to revenue management more efficiently. In B2B business, that regards the complex price lists and various advantages like discounts, loyalty points, etc. So, everything in relation to sales revenue and increasing profitability.

What is an integrated B2B webshop?

One of the biggest advantages of eCommerce is that the buyer has a better, clearer, and faster insight into the offer of available products and services. That is precisely why accurate information on product availability is one of the most important issues in a B2B webshop. Such data, along with prices, rebate policies, available quantities, or details on the delivery are located in programs called the ERP systems.

An ERP system, like Microsoft Dynamics 365 Business Central can become your secret weapon in B2B eCommerce. Namely, an integrated B2B webshop transfers all data from the ERP system in real-time. That way, the buyer is getting accurate, real-time information on the inventory condition. Also, data on the inventory, storage and delivery, and communication with clients become much simpler.

Besides, the integrated B2B webshop guarantees that the client will create an order according to arranged collaboration terms, such as an agreed order minimum or maximum. These systems also display other specific terms, like adjusted price lists or special discounts.

How to better manage revenue through an integrated B2B webshop?

B2B companies often have hundreds, even thousands special price lists and discounts that they calculate for different clients. Many of them still track and record this data in Excel sheets, which they update in the B2B webshop daily. Except for being demanding and needlessly time-consuming, this approach often leads to mistakes.

Namely, if a supplier increases the production cost, it directly reflects the price of the final product. A B2B company that isn’t able to quickly input necessary changes to price lists and increase prices, is creating losses in business. And if the whole process is also being done in Excel sheets, mistakes are inevitable.

Another important thing is that in these situations, the buyers usually don’t have real-time data on the inventory condition and the prices, which is key for creating a successful order.

Considering that it uses an ERP system as its engine, an integrated B2B webshop automatically records all subsequent changes in prices and the available offer. That way, the user is getting accurate data in two business systems.

On the other hand, its final buyers get clear, accurate, and updated information on available products, the inventory condition, terms of sale, and the delivery 24/7. The integrated B2B webshop also enables detailed price information, updated calculations of various tax rates, downloading catalogs, and printing necessary documents, for each client individually, wherever they may be.

An integrated B2B webshop; better revenue management and excellent user experience

An integrated B2B webshop is not only a powerful tool for building a better revenue management system, but it also helps you to learn more about your buyers’ behaviors, to recognize the most wanted products and the most profitable buyers. These solutions also provide information on clients’ needs, average values of their orders, and create specially designed offers.

Thus, an integrated B2B eCommerce as a user-friendly self-service platform, that enables much more than just creating orders online, is a path to creating an excellent user experience. Also, these solutions motivate B2B clients to work with you as a reliable partner according to the terms they have defined themselves.

You are looking for an eCommerce platform that will help you? Contact us today to be presented with the best solutions for happy online buyers and a successful B2B webshop.

B2B online selling in the time of the coronavirus: challenges, solutions and new opportunities

A drastic increase in the number of orders, problems in the supply chain, closed shops, and changes in user behavior. The coronavirus pandemic has left significant consequences on the B2B business. B2B online selling is, of course, no exception.

During the last couple of months, while millions of buyers around the world were closed in their homes, global online trading noted a record number of orders. Data shows that Amazon+ sales have gone up by 26% in the first half of 2020. Online orders of American chain stores have literally jumped by 80% and the same trend can be seen with European sellers.

Still, the impact of the coronavirus was not the same for all webshops. While online selling of luxury products and goods is in a decline, the other part of B2B companies has registered a growth in the number of orders. Therefore, we give you some answers on how to deal with challenges and problems that the coronavirus pandemic has caused for B2B companies.

Switch your buyers to an online sales channel

Selling online is the only way you can maximally limit physical contacts in the time of the coronavirus and simultaneously, make sure that business keeps going. That’s why now it is the right time to, if you haven’t done it already, attract buyers to an online shop.

Some of them surely already have experience with online orders. Although, others may need help to do it. Here’s some advice on what to do if that is the case:

First of all, remind buyers that your B2B online selling is available even at a time when offices are closed. Then hire sales representatives to contact buyers and explain the way they can create their online orders. Clients that haven’t had previous experience with online shopping could use the help.

Consider the existing online clients

If you offer help for your existing clients in a crisis situation, you are addressing them as a reliable partner they can count on. For example, you can offer discounts or free delivery to clines from branches that have been most affected by the coronavirus.

Also, consider the availability of products for existing clients. Their orders can be more important than the ones from new buyers who want to order smaller quantities of products.

Act kindly towards your clients who have had financial problems due to the coronavirus, by extending them payment deadlines. Also, highlight products that could help your buyers and inform them of possible delivery delays. Make all this information easily available in the B2B webshop.

B2B online selling has to keep up with buyers’ needs

As the number of B2B clients that decide to buy online grows, it is no longer sufficient to have only a B2B webshop. It is extremely important that your B2B eCommerce platform completely suits all your buyers’ needs.

An Integrated B2B webshop enables precisely that. Such eCommerce solutions use an ERP system like Microsoft Dynamics 365 Business Central as an engine. It provides accurate and prompt information on the inventory condition, a simple product view, and fast and efficient shopping. Besides, they offer an insight into previously made orders and enable updated calculations of various tax rates and printing necessary documents. Anytime, anywhere.

With the help of an integrated B2B eCommerce, the user’s clients can make an order directly from their software system. They can also see all information on the current inventory and can simply download their invoices electronically. There is no need to manually input data.

Simplify returns

During a crisis situation, like this one caused by the coronavirus epidemic, it is more likely that you will experience oscillations in the demand for certain products.

Also, a number of buyers faced with financial problems will surely look for ways to save money on orders. It is also very likely that this uncertainty will result in a greater number of returns. That is exactly the reason why you should make sure that this process is as simple as possible.

An integrated B2B webshop enables online returns, which is a much simpler and faster option. Research has shown that almost 60% of buyers prefer an online approach to information related to returns. Besides, a third of them will more likely choose a B2B webshop that offers the possibility of online returns.

By using the same sales channel for creating orders and returning goods, you are saving time for B2B clients significantly. This way, you are making the best out of a situation that is often perceived by buyers as rather complicated and often as a negative user experience.

How to solve problems in the supply chain?

The coronavirus pandemic led to a huge demand for certain products. But, due to strict safety measures in the transport of goods and services, it has simultaneously caused many problems in the supply chain. Here’s how to deal with such problems.

Firstly, optimize features and the stability of the B2B webshop to handle an increased number of orders more easily. In order to deal with delays in the supply chain and ensure that they have the smallest impact possible on the buyers, make sure to do the following:

• Display updated prices and a real-time inventory condition
• Enable buyers to track the delivery process
• If a certain product isn’t currently available, provide information on when will it be available
• Introduce safety measures to protect your employees and buyers

Namely, although B2B online selling significantly reduces physical contact, it protects your clients and the sales team only up to a certain extent. At the end of the day, your employees have to check supply storage again and get the products ready for delivery.

Introducing safety measures and becoming informed on different ways products can be delivered instills a certain amount of trust that your clients definitely need in times of a crisis.

What if you haven’t had a B2B webshop until now?

In a time when more and more buyers turn to the Internet as a place for buying goods and services, B2B online selling has become an unavoidable part of providing a complete service for your buyers. But, what if you still have a physical office/shop, but not a B2B webshop also? Is it too late to start one now? Of course not!

The truth is that implementing an eCommerce platform often presents a challenge for B2B clients, mostly because of transferring and copying data located in an ERP system. However, e.g. an integrated B2B eCommerce uses data already located in the ERP system.

That means that there is no need for additional synchronizing and copying data on the inventory condition. These solutions don’t require complex adjustment, they are easy to be implemented fast and they also don’t require additional educations for your employees.

You are ready for sales digitalization? If you also want to offer your products via B2B eCommerce, contact us today for more information and learn everything on the latest software solutions that will help you.

Interface vs. integrated B2B eCommerce – what is the difference?

An integrated B2B eCommerce system, i.e. B2B webshop is very often compared to the interface eCommerce as its alternative. And that is precisely why many B2B company owners that want to digitalize sales, often find themselves with the dilemma of which solution should they choose.

What is the difference between the interface and an integrated B2B webshop? Can one system replace the other? These commonly asked questions have been troubling many B2B clients, so we’ve decided to clarify them.

Namely, both terms refer to the ways in which a B2B webshop can exchange data with other software solutions and systems. There are differences and they are significant. Your decision on which eCommerce solution is best for your business will greatly depend on those differences.

What is interface eCommerce?

Although these systems enable simple adjustments of the user experience, the interface eCommerce brings a much more complex implementation and higher maintenance costs. In fact, unlike the integrated B2B eCommerce, interface solutions have their own business logic that needs to be aligned with the ERP.

In effect, that means transferring and copying data from the ERP, the synchronization of data, and managing orders through several different software systems. Simply put, a lot more room for errors in data and product prices.

What is the integrated B2B eCommerce?

The integrated B2B eCommerce is a solution that is run directly from the ERP system such as Microsoft Dynamics 365 Business Central. One of the biggest advantages of these systems is the automatization of the sales process.

Namely, the integrated B2B webshop enables simple management of all data that are already stored in the Microsoft Dynamics NAV system and all other Microsoft tools with which it is integrated.

Interface vs. integrated B2B eCommerce – the speed of data transfer

One of the biggest disadvantages of the interface eCommerce is the impossibility of real-time synchronization of data with other systems. That can be a big problem in online wholesales. B2B clients opt for eCommerce because they want fast and simple shopping and simplified order creating. The moment when clients are able to order a product that isn’t currently available because of the incompatibility of data between the B2B webshop and the ERP system, all the benefits of online shopping fall down the drain.

On the other hand, an integrated B2B eCommerce enables the user to input and change any data on products from one place. In fact, the engine of an integrated B2B webshop is an ERP system such as the Microsoft Dynamics 365 Business Central.

That means that any change made in the MD NAV is immediately visible in the integrated B2B webshop. With a much simpler implementation, the client gets a 100% accurate data in two business systems, and his buyers get a unique experience of ordering via eCommerce.

Transferring and copying data

The implementation of an eCommerce platform often presents quite a challenge for B2B clients. First of all, because of transferring and copying data that is in the ERP system. Taking into account that the interface eCommerce doesn’t share the same database, these solutions often require systematic adjustment and information update on the state of the inventory, product description, and prices.

An integrated B2B eCommerce, on the other hand, uses data already located in the ERP system. That means that there is no need for additional adjustment or copying data on the state of the inventory.

These solutions enable accurate and prompt information on the state of the inventory, a simple product view, and fast and efficient shopping. Besides, they also provide an insight into previously created orders and enable promptly calculations of various tax rates and printing necessary documents. At any moment, wherever you may be.

With the help of an integrated B2B eCommerce, the user’s clients can create an order of articles directly from their software system. All the information on the current stock is also visible and they can simply download their invoices in electronic form, without manually inputting data. These solutions also don’t require complex adjustment, as they are easy to quickly implement and they don’t require additional education of the employees.

Which solution to choose?

The decision whether the interface or an integrated B2B eCommerce system is a better solution for your business will largely depend on the software solutions you are already using, the expectations you have of online shopping, and the available tools for data exchange.

If you are already using an ERP system and you want all data to be located in one place than the integrated B2B eCommerce is the right solution for you. But if you have specific demands closely related to the branch in which you are doing business, then you should also consider the interface system.

Are you ready for sales digitalization? If You also want to offer your products via B2B eCommerce, contact us for more information and learn everything on the latest software solutions that will help you.

A successful B2B webshop has these 5 characteristics

B2B buyers know exactly what they want. They are very demanding and expect you to understand their needs from an intellectual, emotional, and financial point. Also, they are always looking for a positive shopping experience. That means they want clear price lists, accurate information, and simple catalog browsing.

They also want the specially customized offer and service, and for you to be easily available and engaged, especially at the time of delivery. So it’s not surprising that more than 70% of them make the decision to buy based on the provided user experience.  When all these facts are put in the context of online sales, it is clear why a B2B webshop often poses a challenge for B2B companies.

How to attract buyers to a B2B webshop, how to keep them, and provide a unique online shopping experience at the same time? The answers to these questions can be found in these characteristics that a successful webshop should have.

#1 Responsive design

Research has shown that when more than 50% of B2B buyers are ready to pay more for a product if the positive shopping experience justifies the high price. One of the key components of creating such an experience is an attractive, fast, and responsive design of a B2B webshop.

Namely, the first impression is extremely important in online sales. If a buyer isn’t impressed when seeing the contents of a webshop for the first time, he can leave the webshop in just a few seconds and start browsing through offers from the competitors.

Outdated graphics, page breaks that don’t work on smartphones, and visuals that have nothing in common with the corporative identity of the company are oversights that can make a B2B webshop unattractive and even repulsive to buyers.

But more importantly than that, your clients want an online experience without any hiccups, regardless of the device they are using. A B2B webshop that offers simple catalog browsing and creating orders quickly even on mobile devices, makes the process so much easier for B2B buyers that are ‘on the go’ every day.

#2 Special benefits and discounts

Once they find the wanted product, B2B buyers want to create their order simply and quickly. The key element of independently ordering products in a B2B webshop is an insight into a real-time inventory status. Completely integrated eCommerce solutions enable exactly that, which makes it impossible for the client to order a product that isn’t currently available.

Besides, an integrated B2B webshop guarantees that a client will create an order according to the agreed-upon terms of collaboration, such as an agreed order maximum or minimum. These systems also show other specific terms, such as customized price lists or special discounts.

#3 Personalized content

A successful B2B webshop always offers a personalized shopping experience, and integrated B2B eCommerce solutions are of great help. These solutions offer content fully customized to each client’s needs individually. Even the product display differs from client to client, depending on what the buyer is interested in or could be interested in. This webshop also displays personalized prices, discounts, and deals which makes it that much easier to choose the right product. As a result, online shopping becomes simple and fast, and clients are more pleased.

The integrated B2B webshop tracks the behavior of every client and offers related and alternative products if necessary. Besides, buyers can add comments with their orders and ask any questions they might have via live chat. All this information helps B2B companies to understand the needs of their buyers and offer them content they really want to see.

#4 Creating orders independently without the help from a sales team

B2B buyers decide to buy in a webshop because they want simpler shopping, easily available catalogs and price lists, and fast and accurate information on the inventory status. And if the buyers always need help from the sales team, then the whole concept of online buying simply fails.

With the integrated B2B eCommerce system, your B2B webshop becomes a self-service platform that automates sales and guarantees the client a unique shopping experience. Namely, the integrated B2B webshop is run directly from the Microsoft Dynamics 365 Business Central, which makes inputting and changing product information very simple. With a much simpler implementation, these solutions provide a 100% accurate data in two business systems.

Moreover, they significantly save time for your B2B buyers that simply find wanted articles with the help of available search filters, already defined in the Microsoft Dynamics NAV system. Thus, B2B webshop directs the buyer towards a product that fulfills his needs and expectations.

#5 Simple managing of returns

The human factor is the most common culprit for errors that occur in orders. If such errors aren’t corrected and dealt with in time, they really ruin the user experience for B2B buyers.

Except for providing an insight into real-time information on the inventory status, the integrated B2B webshop also enables buyers to create orders from the existing ones. That way, every B2B client can repeat an order he was pleased with in the past, with just a few clicks.

Even if there is an error in the order, the integrated B2B webshop enables much faster and more painless solutions. These solutions also enable online returns, which is a much simpler option for the buyer.

Research has shown that almost 60% of buyers prefer the online approach to information regarding returns. Moreover, a third of them will more likely choose a B2B webshop that offers the option of online returns.

You are looking for a quality B2B eCommerce platform that will enable your clients to have a unique shopping experience? Contact us today to be presented with the best solutions for a successful B2B webshop.

Changing B2B eCommerce platform; how to successfully avoid these common problems

Regardless of how much time and effort you put into finding the best eCommerce solution, sometimes that eCommerce platform just doesn’t fulfill your expectations or your client’s expectations. Changing a B2B eCommerce platform then becomes the only right solution that could save you from further complications, problems, and costs.

But, this process sometimes includes certain problems and one of the most common ones is transferring client and transaction data. Still, with the appropriate B2B eCommerce platform, it is possible to very simply avoid them.

#1 Changing a B2B eCommerce platform and scaling

Scalability, i.e. the ability of a company to grow and not be hindered by its structure and available resources when faced with increased demand, can become a problem for companies that decide to change their B2B eCommerce platform.

Namely, a B2B webshop that operates successfully with a smaller number of orders often faces unexpectedly worse results once the number of online buyers increases. Although it sounds quite incredible that a higher number of buyers can be a problem for any business, certain eCommerce platforms can have problems with an inrush of buyers.

That is exactly why, when choosing the right eCommerce solution for your business, you should definitely keep in mind that this is a system that supports all types of businesses, regardless of the amount of turnover and income.

#2 Data transfer and implementing a new B2B eCommerce solution

One of the most common reasons that B2B companies postpone changing a B2B platform are complications regarding data transfer and implementing a new B2B eCommerce solution. Despite popular opinion, this process doesn’t have to be demanding nor complicated.

An integrated B2B system enables establishing a real-time connection between a B2B webshop and an ERP system like Microsoft Dynamics NAV/Microsoft Dynamics 365 Business Central. Microsoft Dynamics is also integrated with other Microsoft tools – Outlook, Office 365, SharePoint, CRM, Power BI, etc. That is exactly why integration between a B2B eCommerce and the ERP system enables you to manage all this data from one place. The production process, inventory information, storage, and delivery or client communication; all this becomes much simpler. The results are simple implementation, lower maintenance costs, updated real-time information on the inventory condition, satisfied clients, and maximum time savings.

Therefore, with the help of an integrated B2B eCommerce, your ERP system becomes an engine of successful online sales and buyers are enabled to create orders based on direct data from the inventory. That way, they have access to accurate and updated information on product availability and a clear insight into all previous orders, including bids, open and closed orders.

#3 Optimization of B2B eCommerce for mobile devices

Research from 2019 has shown that people spend on average 3 hours and 15 minutes using their mobile phones daily. A fifth of them spends up to 5 hours with a mobile phone in their hands every day. The fact that about 60% of them said that they surely wouldn’t recommend a company that has a poor mobile version of their website, is especially interesting.

So, your B2B webshop should be available for buyers on all mobile devices. If a mobile version of the webshop doesn’t provide a quality shopping experience, the buyer will surely, in time, check what the competitors have to offer.

Therefore, if you want to avoid causing subsequent problems by changing of a B2B eCommerce platform, be sure to check whether the new system functions equally well in desktop and in the mobile version.

#4 Changing the B2B eCommerce platform and costs

Different B2B eCommerce systems come with different prices. Your goal should be a B2B eCommerce solution where you will have a clear overview of expected costs from the beginning. Also, don’t forget that a lower initial cost sometimes implies higher maintenance costs in the long-term, regarding money but also necessary resources.

Your internal resources also cost, and how much of them you will be using depends on the B2B eCommerce platform you choose for your online sales. With an integrated B2B eCommerce system, your B2B webshop becomes a self-service platform that automates sales and guarantees the client a unique shopping experience.

Such solutions help buyers to quickly and simply find wanted articles with the help of available search filters, already defined in the Microsoft Dynamics NAV system. This way, you are guiding a B2B buyer towards a product which fulfills his needs and expectations.

Changing a B2B eCommerce platform as a safe way to an excellent user experience

Besides helping the change of a B2B eCommerce platform to really run smoothly without all the complications and problems you’ve been hearing about so far, an integrated B2B eCommerce system will quickly and efficiently expand your sales with fewer costs. Also, these solutions turn a B2B webshop into a user-friendly self-service platform that will motivate buyers to collaborate with you as a reliable partner.

You are looking for a quality eCommerce platform that could help you in doing just that? Contact us today to be presented with the best solutions for satisfied online buyers and a successful webshop.

Five ways to improve a B2B web shop

Many B2B clients today opt for buying products in B2B eCommerce, i.e. a B2B web shop. It is an excellent opportunity for B2B companies not to just provide a positive user experience, but also an online buying experience that will surpass their expectations.

But we shouldn’t forget that B2B clients are persons that are also B2C buyers in their everyday life, which is why they expect a buying experience form B2B eCommerce exactly like the one in a B2C web shop.

Here’s why B2B eCommerce and EDI are a great match

Electronic Data Interchange (EDI) system is often a cause for dilemma for B2B clients that are thinking about eCommerce.  Namely, if they are already connected via EDI with most of their clients, many of them are interested as to why should they also add a B2B web shop. First of all, we should explain that B2B eCommerce and EDI system have their own specific characteristics and completely different roles. Still, by working together they can increase the success of a B2B web shop.

Additionally, even if the largest part of your clients already has the EDI system installed, orders from clients that don’t have it installed will still demand more effort and time from the sales team.

Hecta system vs Magento: what is the difference?

Hecta and Magento are both eCommerce platforms. But there are some big differences between them. As an integrated B2B eCommerce system, Hecta is directed at B2B sales, distributors and manufacturers.

Magento, on the other hand, is widespread among B2C traders. Most people in search of an eCommerce solution will sooner or later come across this very popular open source platform for creating a web shop. You want to know the difference between Magento and the Hecta system? Keep reading for the answer.

Magento: a non-integrated eCommerce solution

Magento as an eCommerce solution that doesn’t enable integrating with an ERP. Just like most other eCommerce platforms, it is designed as an individual system that demands an additional program connector in order to draw data from the ERP system into the web shop.

Program connectors are individual systems which suppliers of eCommerce solutions, like Magenta, don’t create themselves. That means that a third party needs to be included in the whole process of connecting the web shop and an ERP system. Dynamics NAV Connect is one of the most common solutions used in that case.

Additional program connectors bring new costs, affect the security of a web shop and if necessary, any type of update, and can have a negative effect on other systems.

The problem of adjusting data in Magento

An additional problem with non-integrated eCommerce solutions like Magento is that changes made in the ERP aren’t immediately visible in the web shop. In fact, program connectors need a certain amount of time to draw information on the change, which is why the data in the ERP and the web shop stay uncoordinated for a certain period of time.

Such incoordination causes displaying information on available products that aren’t updated. One of the most common problems that occur is that the buyers order a product that is displayed as available in the web shop, while it is clearly obvious from the ERP that it isn’t in stock.

Program connectors also mean that a client has to manage two data bases, the one located in the ERP system and the other one which is in the connector. Managing the same data in two separate systems simply isn’t efficient and it creates more room for errors.

Four signs that indicate it is time for a change of the B2B eCommerce platform

Does it seem like your eCommerce solution isn’t completely aligned with your business goals? If your answer is yes, then it is time to think about a new eCommerce solution. The truth is, a change of the B2B eCommerce platform isn’t an easy decision to be made.

However, if you are facing problems like bad user experience in eCommerce or over demanding maintenance of the existing platform, then there really isn’t an alternative solution. To avoid any doubts, here are four definite signals that it’s time for a change of the B2B eCommerce system.

2. Incompatibility of B2B eCommerce platform and business goals

B2B eCommerce platform has to follow the business development that brings the more complex business needs and processes. Changing the business model, new target groups of users with their specific requests, introducing new payment options or compatibility of business with new tax regulations – these are all situations that could become a problem if it is not possible to conduct them in B2B eCommerce.

That is exactly why you should timely check can your existing eCommerce platform keep up with the business strategy. If it is hard to align it with the company’s business goals, changing the B2B eCommerce platform could save you from mistakes and oversights that would appear because of the more complex business.